How much time do you think you have to make a good first impression? You may have already guessed from the title of this article…it’s about five minutes. That’s really not a lot of time to introduce yourself, build a rapport, and establish at least the beginning of a foundation of trust. So, you really need to know how to use these first five minutes to your best advantage when meeting a potential new client. Your initial contact, and those first five minutes, will determine whether the person you are meeting with will want to continue the conversation and possibly work together in the future, or if they will walk away and take their business elsewhere.

Building likability and engagement

The key to maximizing the potential of those first five minutes is to be both likeable and engaging. Being likeable doesn’t mean trying to be that person’s new best friend, it means being approachable. This can be easily accomplished through by showing up well-groomed, good personal care and appropriate attire.

When it comes to being engaging, maintain an easy smile, keep eye contact while the other person is speaking and when you address them, use their name occasionally while also parroting back what they have said to you to show that you are paying attention to what they are saying before responding. While it is tempting to focus on selling yourself, and therefore talking about yourself, at this very early stage of building a relationship, it is much more important to show interest in the other person. This will go much further in establishing trust and building a rapport than reciting your resume and credentials. Once you have established a connection with your new contact, you can move on to letting them know who you are and how you can help them achieve their goals.

Crafting and using an elevator speech

An elevator speech is simple a concise, clear, and compelling way to introduce yourself professionally. Take your time creating and memorizing this speech to allow for authenticity and ease in communication. Remember, a successful elevator speech will never sound rehearsed but, rather, will authentically express who you are and what you bring to the table. An effective way to start your elevator pitch is to open with a casual statement that sets the stage for you to offer your services. For example, you might say to a prospective client, “Do you know how most people go to the doctor for an annual checkup? Well, what I do is provide a physical for your financial health.”

To dig deeper on elevator speeches, check out our article Creating an effective elevator pitch.

Keep it going

Beyond the initial introduction, there are ways to help deepen a new relationship, such as always dressing appropriately, setting meeting agendas, inviting clients to events and spending time on personalized engagement. At this stage, most of your time should still be spent listening attentively rather than presenting clients with product pitches. Focus on meaningful conversations that address the client’s needs.

By mastering the art of making impactful first impressions, building rapport, and establishing trust with clients through approachability, authentic communication, and professional credibility you will create relationships that last a lifetime…and possibly generations.

To learn more about the art of influence, listen to our podcast episode, The first five minutes: Making a lasting impression available at ivari.ca/podcast or wherever you get your podcasts.